Enterprise AE

Who We Are

DigiCert is a global leader in intelligent trust, protecting the digital world by ensuring the security, privacy, and authenticity of every interaction. Our AI-powered DigiCert ONE platform unifies PKI, DNS, and certificate lifecycle management. Trusted by over 100,000 organizations, including 90% of the Fortune 500, we help secure infrastructure, devices, and AI, preparing for a quantum-safe future. Learn more at www.digicert.com.

Job Summary

This role is responsible for developing opportunities within existing and new accounts in your territory, aiming to convert as many as possible into closed-won deals. You will collaborate with pre-sales and post-sales support, acting as a trusted advisor by consistently prioritizing the customer’s best interests. Success requires building and maintaining a strong sales pipeline, leading complex sales engagements, coordinating cross-functional resources, accurately forecasting revenue, and consistently achieving quota targets.

What You Will Do

• Prospecting Accounts: Identify and pursue new business opportunities across various functional areas, leveraging marketing leads and maintaining pipeline coverage.
• Building Relationships: Gain a deep understanding of customer processes and challenges, ask pertinent questions, and provide unique value in every interaction. Develop relationships with multiple buying personas.
• Articulating Value: Connect prospect business objectives with DigiCert solutions using a customer-centric approach.
• Driving Sales Execution: Lead enterprise agreements to closure by being proactive in opportunity development, preparing accurate forecasts, building a sufficient funnel, documenting activities in Salesforce, and communicating progress to management.
• Closing Opportunities: Actively manage customer buying cycle interactions using standard processes, handle diverse sales scenarios, negotiate effectively to drive closure, and gain multi-stakeholder buy-in.
• Effective Account Coordination: Disciplined engagement with pre-sales and post-sales support, leveraging industry expertise as needed.
• Demonstrating DigiCert Proficiency: Develop and maintain a working knowledge of all DigiCert products and solutions.

What You Will Have

• A minimum of 5 years of quota-carrying sales experience at a software/technology company.
• A proven track record of qualifying and closing consultative/service-led sales, particularly multi-year and subscription-based services.
• Exceptional ability to create and foster relationships with enterprise C-suite executives and build consensus among buying teams.
• Exceptional time and people management skills to effectively marshal resources and advance opportunities.
• Well-versed in the data-analytics industry and strong knowledge of competitor products and capabilities.
• Bachelor’s degree or equivalent work experience.

Benefits

DigiCert offers a competitive compensation package and comprehensive benefits, including:

• Competitive compensation and comprehensive health, dental, and vision coverage.
• Retirement savings programs with company matching (401(k) or RRSP).
• Generous paid time off, including holidays and vacation.
• Paid parental leave and family support benefits.
• Life and disability coverage.
• Flexible spending and health savings options (where applicable).
• Health and wellness support, including gym reimbursement and wellness programs.
• Employee Assistance Program with 24/7 confidential support.
• Education assistance and professional development opportunities.
• Access to LinkedIn Learning and continuous learning resources.
• Employee referral bonus program and additional company perks and discounts.
• Internal rewards and recognition platform (Motivosity).
• Business travel insurance and global employee support programs.

DigiCert is an Equal Opportunity Employer committed to diversity. We encourage applications from individuals belonging to historically underrepresented groups.

Compensation Transparency:

• Total On-Target Earnings (OTE): $250,000 - $280,000 USD
• Base Salary: $125,000 - $140,000 USD
• Incentive Compensation: $125,000 - $140,000 USD

Compensation is determined by factors including experience, skills, qualifications, performance expectations, business needs, and location. Actual earnings may vary. This role may be eligible for additional compensation and benefits.